Ross Rich’s Post

You should only hire a sales team once you've tested, proven, and documented an entire sales engine... From sales goals, - target prospects, - lead generation strategies and sequences, - talk tracks, - sales meeting guidelines, - workflows and best practices, - and a smooth sales tech experience. Sales teams are for scaling revenue...not proving systems. The only (smart) founders who use new sales reps to prove sales systems expect to burn some cash to make it happen. But they're still patient. Anyone else is just asking for stress and frustration. Disagree? Tell me why in the comments. Not sure how to do this for yourself? DMs are open.

My rule of thumb for using an AE/SDR model in start- and scale-ups: < $5'000 ARR 👉🏻 Product-led & marketing $5'000 - $15'000 ARR 👉🏻 Full-cycle sales roles $15'000 - $100'000 ARR 👉🏻 AE/SDR model with a 2:1 ratio > $100'000 ARR 👉🏻 Full-cycle sales roles What are the most important factors you need to consider when making that decision? 1️⃣ Cost-efficiency: Your acquisition costs should be in a good ratio with the lifetime value of the deals. 1:3 is good, 1:4 is better and 1:5 is amazing 2️⃣ Complexity of the sale: If the sales are really complex and SDRs face a lot of technical and complex questions early on, you might have to switch to the full-cycle model. The same is true for a sale that requires specific expertise 3️⃣ Availability of salespeople: AEs who can and want to do outbound are a rarity. You might not find anyone but do not want to look for too long anymore If the third is true, you might want to hire more young and hungry SDRs first Especially if you are fairly skilled in sales as a founder You can train them, test your ICP and give them more and more responsibility If you have no sales skills, go for that full-cycle AE and add at least one SDR Always hire two people at the same time Otherwise, you have no benchmark

Hiring SDRs into an AE role. If you've got an SMB or potentially even a Mid-Market segment. You're missing a trick by not tapping into the SDR market. Why? -  Your talent pool massively opens up -  They will have the work ethic to prove themselves -  They already know the hardest part... Prospecting -  You can have the very best (Because they want the opportunity) -  Budget shouldn't be an issue (If it is, you have other problems) I've worked with companies who've done it and seen it work time and time again. You just need to work on how you screen and qualify the pipeline.

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3 Key Strategies to Quicker Hiring With a Bench of Sales Talent

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Want to double sales? Just double the sales team! Right? Don't we all wish it were that easy? Just..... - Hire a lot more salespeople - Increase the sales quotas - Cut the territories in half - Split the inbound leads - Fire "underperformers" If you're at less than 80% quota attainment - You might have a skill gap - You might have a product gap - You might have a pricing problem - You might have a lead flow problem - Or you might be setting quotas too high But, hiring more salespeople won't fix this problem. Your (bigger) sales team will have: - Less leads per rep - Less accounts per rep - The problems above, but worse - Almost guaranteed lower attainment Fix these issues before you add to them. We cover how to do this in tomorrow's 📰𝙍𝙚𝙫𝙊𝙥𝙨 𝙒𝙚𝙚𝙠𝙡𝙮 📰 𝗚𝗲𝘁 𝗶𝘁 𝗵𝗲𝗿𝗲: 🔗 https://lnkd.in/egRYt6yP 🔗 Meme Credit: Yurii Veremchuk ✌️

Sales talent is elusive...for some companies. If you want to know the secrets to hiring sales talent who will perform, this blog post will provide you with actionable ideas. Click here: https://bit.ly/4cNhhFD

Sales talent is elusive...for some companies. If you want to know the secrets to hiring sales talent who will perform, this blog post will provide you with actionable ideas. Click here: https://bit.ly/3X6RROD

Sales talent is elusive...for some companies. If you want to know the secrets to hiring sales talent who will perform, this blog post will provide you with actionable ideas. Click here: https://lnkd.in/gJKWpkxt